Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

Setting Your Leads Is as Important as Running Your Leads

By Weldon Long

We hear a lot about the importance of running a sales lead in a professional and systematic manner. Typically, I am one of those people preaching that message, but today I want to talk to you about HOW to properly set a sales lead.

Supercharge Your Sales Closure Rates with Personality Profiling

By James Leichter

In a previous article we talked about the importance of understanding basic human personality traits. We worked to make the case that personality assessments can help your company improve hiring, placement, and management. By knowing what motivates people, and what stresses them out, you can improve your ability to hire the right person, supervise your staff, and even improve your sales closure rates.

Financial Structure: From Novice to Expert

By Gary Elekes

Many of our contractors came up through the school of hard knocks, learning the trade from the ground up, studying the mechanical aspects of the trade. It is a fantastic way to be sure the technical aspects of our business are covered; after all, what we do requires us to be able to solve mechanical issues and application work.

The Basics of Inventory Control and Why You Should Care

By James Leichter

Clients often tell us that they want the inventory on their balance sheet to match the reality of their business. This question came up recently during a tax planning session and it quickly turned into a discussion on how to get started managing inventory. The client found the discussion to be very valuable so I thought I would make that the topic of this month's article.

Find

By Mark Matteson

Most new salespeople do not really listen to their prospects. They are waiting to talk -- to talk about their product or service, their agenda, their company, what they want. The key to high close ratios and record sales? Listen to FIND. Listen to understand their point of view, their challenges, their concerns, their objectives. Once you know what the prospect really wants, learn why they want it and what it will mean to them to achieve it. Only then are you in a position to offer solutions that will help them reach their goals. Frank Bettger said, "Find out what people want and help them get it!" Short and sweet.